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国家商务谈判既具有一般商务谈判的特点,又具有国际经济活动的特殊性。在实际商务谈判过程中,不同谈判者有不同的思维方式和不同的价值观念。文化上的差异会导致国际商务谈判中的文化碰撞甚至冲突,导致部分谈判因此而失败,直接影响了国际商务谈判活动的顺利进行。因此,了解对方的民族文化、思维方式、价值观念、法律意识、利益意识对制定出合理的谈判策略是十分重要的。
National business negotiations not only have the characteristics of general business negotiations, but also have the particularity of international economic activities. In the actual business negotiation process, different negotiators have different ways of thinking and different values. Cultural differences can lead to cultural clashes or even conflicts in international business negotiations, leading to the failure of some of the negotiations and directly affecting the smooth progress of international business negotiations. Therefore, it is very important to understand each other’s national culture, ways of thinking, values, legal awareness and awareness of interests in formulating a reasonable negotiation strategy.